Review of Optometic Business

By Mark Hinton

Reinforcing the message from doctor to optical staff--and involving the patient--improves the chances that the patient will end up with the best possible eyewear option.

By Mark Wright, OD

When optometrists treat an eye infection, they prescribe a pharmaceutical agent by brand name: “We are going to treat that infection with VIGAMOX®,” the patient is told. Likewise, in the exam room, eye doctors routinely prescribe brand specific contact lenses: "Based on my examination today, and to keep your eyes healthy, I am prescribing NIGHT& DAY contact lenses for you."

But when optometrists recommend ophthalmic lenses, they often shy away from a strong and specific recommendation for a premium product...

By Anne-Marie Lahr, OD

Remakes can sink you. But you can reduce your remake rate by learning to better listen to your patients --and by training staff to troubleshoot problems from unsatisfied patients when they try their new eyeglasses on.

Listen to Your Patient for Clues
The art of refraction begins by the doctor listening to his or her patient closely. If you listen attentively, you will pick up clues as to how much of a drastic change--or whether any change at all--your patient will tolerate. For example, a patient is offering you a clue when she repeatedly asks you to...

By Mark Hinton

Use your authority as doctor to prescribe multi-treatment lenses to patients while they are in your exam chair. Your recommendation will make a bundled sale more likely following the hand-off to your optical staff.

Enable the Patient Self-Sell                                                                 
I don’t want the doctor to sell. For that matter I don’t want anyone “selling." Your patients, like all consumers, sell themselves based on whether the education and benefits of the products have relevance to their need or want...

By ROB Editors

Offering your patients ready-made lens packages simplifies the often confusing lens presentation process.

In the past, lens presentation involved presenting add-ons, each with its own price. Today, savvy dispensers present patients with complete lens packages, bundled into categories of good, better and best, or standard, customized and individualized. These packages incorporate multiple lens treatments into neat sales packages...

By ROB Editors

Offering your patients ready-made lens packages simplifies the often confusing lens presentation process.

In the past, lens presentation involved presenting add-ons, each with its own price. Today, savvy dispensers present patients with complete lens packages, bundled into categories of good, better and best, or standard, customized and individualized. These packages incorporate multiple lens treatments into neat sales packages...